Design of competence-based profile for the Sale Executive position of ETECSA

Abstract

The evolution of the concept of competence relates to the development of a more dynamic market which demands from the corporate organizations new features in its human capital. This work, inserted within the Implementation Project of Competence-based Management in ETECSA, aimed at designing a competence-based profile for the position of Sale Executive in ETECSA. To do so, different research methods and techniques were applied such as the Delphi Method, interviews concerning Critical Incidents, document analysis and group dynamics. The information was processed by the SPSS software allowing the update of requirements, liabilities, working conditions and organizational culture, as well as the identification and validation of the competences of the position object of the study.